Senior Sales Consultant

Terumo BCT, Inc.•Lakewood, IL

1d•$126,500 - $158,100

About The Position

The Senior Sales Consultant is the primary contact for cell therapy-focused customers at biotechnology and large pharmaceutical companies, supporting the evaluation, placement, and sale of Quantum, Finia, and sterile welding technology. The role coordinates customer sales, training, and service and develops business opportunities within the biotech and pharmaceutical segments. It applies cell and gene therapy technical knowledge and consultative selling to understand customer needs and provide practical technical and financial solutions. The consultant develops and manages account and territory plans, generates and tracks leads and sales opportunities, and maintains customer and opportunity information in the company CRM. The role also supports customer training and relationship building, communicates product value, collaborates with internal and external partners, and shares market and customer insights with management and marketing. Extensive travel is required.

Requirements

Doctorate degree, PhD, or equivalent education and experience sufficient to perform the essential job functions.
At least 6 years of successful consultative sales experience in biotechnology, medical devices, or a similar industry.
Sound understanding of sales strategies, philosophies, products, and cell therapy applications.
Advanced sales techniques, particularly with executive-level customers, and ability to use Common Sense Selling skills.
Collaborative team orientation and understanding of the importance of team success.
Demonstrated problem-solving, leadership, and change-management skills.
Consistent record of achieving or exceeding sales plans and goals.
Ability to interact effectively with and sell concepts and ideas to middle- and upper-level customer decision-makers.
Ability to engage credibly with physicians, researchers, and multidisciplinary clinical teams.
Expertise managing long, non-linear sales cycles within complex institutions.
Consultative selling skills focused on clinical value, outcomes, and institutional priorities.
Strong organizational, planning, and follow-through capabilities.
Basic technical knowledge of the product line sufficient to answer basic questions.
Knowledge of relevant PC software applications and ability to use them effectively.
Effective verbal and written communication skills.
Ethical judgment and compliance awareness in healthcare settings.
Valid driver's license.
Ability to meet typical office-environment physical requirements, including reading, speaking, hearing, close vision, walking, bending, sitting, and occasional lifting up to 20 pounds.
Ability to travel extensively (more than 50%).

Responsibilities

Generate leads in the biotechnology and pharmaceutical segments to meet or exceed sales goals.
Prioritize biotechnology companies, identify opportunities, and develop new business.
Apply cell and gene therapy technical knowledge to engage customers, define customer problems, and identify sales opportunities.
Provide technical and financial solutions to complex customer problems consistent with organizational objectives.
Collaborate with colleagues and support and mentor less experienced sales generalists.
Present ideas, solutions, and strategies clearly to internal and external stakeholders.
Use a consultative sales approach to understand customer needs and execute appropriate sales strategies.
Prepare weekly and monthly plans, track and analyze opportunity progress and trends, and prepare an annual territory sales plan.
Maintain customer, account, opportunity, contact, and account-plan information in the company CRM.
Evaluate and redesign future customer contacts.
Manage customer training needs, build relationships, manage expectations, provide customer service, and track progress.
Continuously develop therapy, scientific, technical, selling, negotiating, and presentation knowledge and skills.
Stay informed about scientific and industry trends.
Communicate the value of investing in Terumo BCT products, including analysis, dashboards, and efficiency support.
Provide management with feedback on messaging, sales tactics, and marketplace changes.
Collaborate with healthcare providers, blood and cell manufacturing, customer service, contract administration, and other businesses to coordinate customer support.
Work with marketing teams to develop customer messaging, support materials, and campaigns.
Create, monitor, and revise lead-generation plans to maintain a substantive sales opportunity pipeline.